Carefully planned and executed, the business lunch can be a valuable tool for acquiring new business, gathering market intelligence, or increasing business from existing customers. It’s also a way of smoothing over little hiccups that occur from time to time in the best of relationships.
But it’s possible for the business lunch to become a “Last Supper” if certain niceties go unobserved. Here are some hints to make every business lunch a winner and avoid the pitfalls of believing it’s all about wining and dining.
Keep in mind that a business lunch is part meal and part meeting. It’s usually informal, but at the same time has to be structured to be successful.
According to a poll conducted by The Creative Group, an advertising and marketing firm in Menlo Park, California, being rude to a restaurant employee is the No. 1 reason a business lunch fails in its stated purpose of adding business value.
Whether it’s for business or pleasure you already know that arriving late for an engagement is no way to win friends. Our parents have taught us table manners so by now we should have that under control. And when it comes to a choice of clothing, always err on the side of formality. Showing up in jeans and a sweatshirt when your guest is in a business suit gets things off to a bad start.
But those are the basics. There are some subtle ways in which the outcome from even the most promising business lunch can turn into a tragedy of gourmet proportions.
Some establishments are simply inappropriate for business meals because they’re too noisy, too frenetic or the food’s too out-of-the-ordinary. Remember that vegetarians don’t like a steakhouse.
An establishment that’s too expensive can also be a turn-off. A bit of restraint is always exemplary. And don’t go into the business lunch venue as a pioneer. If you haven’t been there before try to get some recommendations so you’re not risking a dining disaster.
Both parties know you’re there for commercial purposes. So why rush into the hard sell before the menus arrive? Give everyone a chance to settle down and let the anticipation of a fine meal build up.
What can be worse for your client than having to sit opposite you at the table while you take a call on your cell phone? Leave your phone switched off and take a break from the office while you’re dining.
Too many times the meal is allowed to just limp towards a close rather than end on a high note. Be sure that your guest knows the time the meal will end before he or she arrives. This is, after all, only partially for pleasure. It’s still a meeting and needs to be run like one.
If you’re the invited guest there are certain rules to follow to make your end of the business lunch a success. There’s usually more to be gained than just a free lunch from these situations.
The guest must also take into account the need for punctuality. Try not to get there before the host, of course. Table manners – again, remember what you’ve been taught and don’t eat your salad with a spoon. Dress appropriately for the restaurant and the occasion and things will be off to a good start.
Don’t order the most expensive meal if you’re not paying, and follow the lead of your host when it comes to extras such as appetizers and desserts.
Alcoholic beverages are best avoided, and are certainly not on the menu if your host hasn’t ordered one. It’s generally best to abstain when the purpose of the meal is business.
Let your host set the pace for ordering and dining and try not to leave the table until the meal has ended unless it’s absolutely necessary. Make sure your cell phone is turned off and leave it that way.
Behaving in a rude, inconsiderate or arrogant way to the restaurant staff will make your host wonder whether you’ll display the same attitude towards him or her. You’re not paying; relax and enjoy it!
Let your host decide when the subject of business has to be brought into the lunch. You’re there as the guest and that means carrying your end of the conversation.
Your host will decide when it’s time to end the meal and return to work. That’s your cue to put the napkin back on the table and exit gracefully. Be sure to thank the host even if the meal was something that causes you to rush for the antacid tablets. It could be better next time.
And that’s the business lunch in a nutshell, procedures and protocols for both host and guest.
Bon appetit!
Copyright 2003, RAN ONE Inc. All rights reserved. Reprinted with permission from www.ranone.com.
Chris’ combination of academic credentials, career experience and temperament ideally suit his calling as a business development advisor. Clients say he has a mind for business and a heart for service.